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Getting (more of) what you want : how the secrets of economics and psychology can help you negotiate anything, in business and in life Margaret A. Neale and Thomas Z. Lys

By: Contributor(s): Material type: TextTextPublication details: New York : Basic Books, a member of the Perseus Books Group, 2015.; ©2015.Description: xxi, 258 p. : ill. ; 25 cmISBN:
  • 9781781253458
  • 0465050727 (hardcover)
Other title:
  • Getting what you want
Subject(s): DDC classification:
  • 658.4/052 23
LOC classification:
  • HD58.6 .N325 2015
Contents:
Part One: The basics. Why aren't you negotiating? : the choice to negotiate ; Creating common ground : the infrastructure of negotiation ; Creating and claiming value : the value of the exchange ; Value creating : the integrative potential in negotiations ; Mapping out the negotiation : what you don't know can really hurt you ; It takes at least two to tango : thinking strategically in negotiation -- Part Two: The negotiation. Who should make the first offer? : is s(he) who speaks first truly lost? ; Managing the negotiation : supplementing and verifying what you (think you) know ; Concede or else! : the influence of promises and threats ; Should you let them see you sweat (or cry)? : emotions in negotiation ; Power : having it---or not--and getting more ; Multiparty negotiations : the more the merrier? ; Auctions : lots more than two ; Bringing it home : making the deal real.
Summary: "Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table--and reveals how you can claim it."--provided from Amazon.com.
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Holdings
Item type Current library Call number Status Date due Barcode
REGULAR University of Wollongong in Dubai Main Collection 658.4052 NE GE (Browse shelf(Opens below)) Available T0052024

Includes bibliographical references (p. 223-247) and index.

Part One: The basics. Why aren't you negotiating? : the choice to negotiate ; Creating common ground : the infrastructure of negotiation ; Creating and claiming value : the value of the exchange ; Value creating : the integrative potential in negotiations ; Mapping out the negotiation : what you don't know can really hurt you ; It takes at least two to tango : thinking strategically in negotiation -- Part Two: The negotiation. Who should make the first offer? : is s(he) who speaks first truly lost? ; Managing the negotiation : supplementing and verifying what you (think you) know ; Concede or else! : the influence of promises and threats ; Should you let them see you sweat (or cry)? : emotions in negotiation ; Power : having it---or not--and getting more ; Multiparty negotiations : the more the merrier? ; Auctions : lots more than two ; Bringing it home : making the deal real.

"Almost every interaction involves negotiation, yet we often miss the cues that would allow us to make the most of these exchanges. In Getting (More of) What You Want, Margaret Neale and Thomas Lys draw on the latest advances in psychology and economics to provide new strategies for anyone shopping for a car, lobbying for a raise, or simply haggling over who takes out the trash. Getting (More of) What You Want shows how inexperienced negotiators regularly leave significant value on the table--and reveals how you can claim it."--provided from Amazon.com.

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